Senior Sales Manager - Commercial UK&I

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
ServiceNow's Commercial team is scaling fast, and we need a leader who can match that pace. As Senior Manager for Commercial Sales, you'll own the UK&I Commercial Growth business - leading a team of experienced Account Executives who drive net new logo acquisition and expansion across companies with up to 5,000 employees.
This isn't a back-seat role. You'll coach deals, shape GTM strategy, build partner relationships across UK&I, and work hand-in-hand with Customer Success to drive adoption and accelerate growth. You'll also help define what great looks like for the next generation of ServiceNow sellers.
Team Leadership & Talent Development

• Recruit, coach, and inspire a team of Commercial Account Executives focused on the commercial segment up to 5,000 employees across UK&I
• Take full P&L ownership of the UK&I Commercial Growth business
• Build a performance culture grounded in learning, accountability, and customer impact
• Design and run enablement programmes that accelerate ramp, sharpen execution, and create a clear path for seller progression
• Lead weekly 1:1s, pipeline reviews, and live call coaching to reinforce value-based selling at every stage

Revenue Execution & Customer Growth

• Drive new business, renewal, and expansion targets - owning the number, not just tracking it
• Lead account planning and territory strategy to maximise whitespace coverage and minimise churn
• Step in on high-stakes renewals, negotiations, and customer conversations to protect and grow ARR
• Embed data-driven and AI-powered tools into the team's daily workflow for sharper forecasting and smarter prioritisation

Partner & GTM Strategy

• Develop strategic partner relationships and co-create an UK&I GTM plan to serve the new business needs of the Commercial customer base
• Align with regional leadership to shape and evolve the Commercial strategy for the sub-5,000 employee segment

Operational Excellence

• Maintain CRM rigour and process discipline to ensure forecast accuracy and clean pipeline visibility
• Partner with Operations, Customer Success, and Marketing to build a cohesive, integrated go-to-market for the commercial segment
• Use performance analytics to surface trends early and drive continuous improvement across sales and renewal motions
• Partner with Customer Success to ensure customers realise platform value and are set up for long-term retention
• Collaborate with Finance and Legal on renewal terms and commercial structures that balance customer satisfaction with revenue consistency

Qualifications

• 5+ years in a software or SaaS sales environment, with at least 1-2 years leading or closely managing a sales team
• A track record of coaching and developing mid-market sales teams to consistently hit and exceed targets
• Demonstrable results across expansion, renewal, and new business in a quota-carrying environment
• Strong command of SaaS commercial models and the full customer lifecycle - from acquisition through renewal and expansion
• Sharp communication and stakeholder management skills - you can influence up, down, and sideways
• An operational mindset: you're comfortable in the data, spot patterns quickly, and act on what you find
• Passion for developing people and building cultures where accountability and growth go hand in hand
• Experience with AI or automation tools to improve sales execution is a genuine advantage

Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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